Million Dollar Consulting Proposals How to Write a Proposal That's Accepted Every Time

ISBN-10: 111809753X
ISBN-13: 9781118097533
Edition: 2012
Authors: Alan Weiss
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Description: Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and  More...

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Book details

List price: $16.99
Copyright year: 2012
Publisher: John Wiley & Sons, Limited
Publication date: 12/23/2011
Binding: Paperback
Pages: 212
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.792
Language: English

Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposals Intended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics-defining these proposals and why they are necessary-and coaches you through the entire proposal process. In this book, you'll learn how to establish outcome-based business objectives and maximize your success and commensurate fees. From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy. Outlines the nine key components to a Million Dollar Consulting proposal structure Presents a dozen Golden Rules for presenting proposals Offers online samples, forms, and templates to maximize the effectiveness of these tools The New York Post calls bestselling author Alan Weiss "one of the most highly regarded independent consultants in America." Alan Weiss's expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

Acknowledgments
Introduction
Business Vows: What Is a Proposal and Why It Is Necessary
What They Can Do and What They Can't Do
Their Place in Your Business Model
Why You Don't Provide Proposals for Just Anyone
The Role of Conceptual Agreement
The Concept of Value (Not Time and Materials)
Notes
Five Steps Toward Great Leaps: How to Prepare Yourself and the Client
Determining the Economic Buyer
Developing Trusting Relationships
Establishing Outcome-Based Business Objectives
Establishing Metrics for Progress and Success
Establishing Value and Impact
Notes
Avoiding Gatekeepers, Intermediaries, and Goblins: Accepting Rejection and Rejecting Acceptance
Utilizing Mutual, Enlightened Self-interest
Using Guile and Other Art Forms
Using Explosives
Avoiding Delegation
Ensuring Support
Note
The Architecture of Successful Proposals: The Million Dollar Consulting“ Proposal Structure
The Nine Key Components
Notes
One Dozen Golden Rules for Presenting Proposals: Steak and Sizzle Are Hard to Beat
Speed and Responsiveness
Accurate Re-creations
Counterintuitive: No Pitch or Promotion
To Be or Not to Be (In Person)
Definitive Dates and Times
Notes
Why Bad Things Happen to Good People Who Wait: Moving Mountains
How and When to Follow Up
What to Anticipate and How to Cope
Overcoming Last-Minute Objections
Overcoming Legitimate Obstacles
Creating a Signature (or Something Else)
Notes
First, Let's Kill All the Lawyers: Shakespeare Really Meant That We Needed Them
Dealing With the Legal Department
How to Avoid the Legal Department
Utilizing Your Own Attorney
Effective and Ineffective Compromise
The Golden Handshake
Notes
The Dreaded RFP (Request for Proposals): Why Fill Out the Truly Boring in Triplicate?
The Beauties of Being a Sole-Source Provider
How to Massage RFPs so That They Look Like You
How to Offer Additional Value
How to Use Public Meetings for Leverage
When to Run for the Hills
Notes
Retainers Are to Projects as Montrachet Is to Thunderbird: The Wonder of Access to Your Smarts
The Three Variables of a Retainer
The Need to Control Scope Creep and Scope Seep
How to Assertively Pursue Renewals
How to Stimulate More Retainers
In the Unlikely Event You Need Oxygen: We Don't Anticipate a Crash, But There Are Some Things You Ought to Know
What to Do With Requests for Delays Based on Time and Money
What to Do If Rejected
How to Improve Your Proposals Constantly
How to Maximize Your Successes and Fees
When to Stop Writing Proposals
Note
Virtual Appendix
Sample Proposals
Index

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